While autos can go a day or sometimes more before a fill up is required, introverts who sell will discover accelerated sales results with a daily routine centered on three areas: release techniques, comfortable marketing activities and targeting those activities to identified prospects.
One area to fill up is your own beliefs about what success you want. Most of us, salespeople or not, have beliefs that hold us back from being all we want to be. We have an internal dialogue that is like a noisy clanking engine. Statements such as, “I’m not worthy, It doesn’t matter that others are succeeding, I’m different,” or any number of beliefs keep on ticking in our mind. You need to find a release technique to set your day up for success. Some most effective ones include the Sedona technique, Emotional Freedom Technique, meditation or even writing love letters. It doesn’t matter what technique you use. What matters is that you use one daily.
Another fill up is to identify appropriate marketing activities. What’s appropriate? First, select a mix of activities that satisfy short, medium and long term sales goals, then act upon the ones that you enjoy - the ones that you are most comfortable with. Let’s say it’s the fourth quarter of the year and you are quite close to making your sales goal. The priority, the emphasis, would be on short term activities that get you the fastest results. This would include activities like: follow up with all prospects, contact all current clients to cross sell, and asking for referrals from clients. The fourth quarter is not the prime time to be using speaking engagements or article writing to attract new prospects quickly. When you need fast results, select and act on low hanging fruit sales actions. Whatever activities you select, start with activities you like the most to keep your attitude high.
A third fill up activity is to constantly be defining your perfect client. Have you noticed when driving that if you take your eye of the road for just a second or two, you may tend to drift out of your lane? Well, when you take your thinking and talking about your perfect customer off in a different direction, you tend to drift away from your perfect clients. Part of your daily routine can include a fill up in your mind and talk about just who is your target client. The book, Attracting Perfect Customers, by Stacey Hall and Jan Brogniez, offers a strategic model for this. By achieving clarity on your perfect customer, wherever you are networking either in person or online, your message will be attractive to those you want to hear it. You won’t drift out of your lane.
Extroverts tend to be energized by many activities going on at once, and a daily fill up may not be required, but extroverts would still benefit from a routine kind of attitudinal and marketing activity fill up.
If your tendency in selling is more toward introversion, then the three fill ups – releasing negative beliefs, acting on desirable marketing activities and focusing on your target client – are more important to use on a daily basis.
Sales Training – Daily Recovery Important for Introverts - To learn more about this author, visit Patricia Weber's Website.
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